Do you need predictable revenue? Check out the pipeline accelerator, by The Center for Sales Strategy.

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2. Do your salespeople think their
pending deals are like this?
When they’re
actually like this?

3. Is projecting revenue like this?
What if you could feel
more confident about your
revenue projections?

4. The SITUATION
Accurate forecasting is a challenging task for all levels of a sales
organization
Account Executive’s lack accurate information about the deals in
their pipeline and their views are subjective and often too optimistic
Account Executive’s forecast tends to be based on wishful thinking
and lack hard evidence
Sales managers don’t have access to reliable sales intelligence to
validate the accuracy of the forecast
An inaccurate forecast is a poor reflection on the organization from
the Account Executive all the way to the CEO

5. Powered by
The SOLUTION:
The Pipeline Management Process that
combines Sales Expertise
& Sales Intelligence to…

6. Powered by
Sales Expertise & Sales Intelligence Combined
Increase Win Rates
Increase the number of AE’s making quota
Reduce number of deals slipping past their close Date
Reduce the number of ‘No-Decision’ deals
Increase Forecasting Accuracy
Gain greater Predictability in Revenue Projections
Inspire Confidence & Trust in Sales Forecasts

7. Powered by
Sales Expertise & Sales Intelligence Combined
The Intelligence by Occulus The Expertise by The Center for Sales Strategy
–Provides the sales science to a
sales organization enabling it to
accurately assess the quality of
deals in the pipeline
–Informs sales organizations
what to do to win more
business
–Provides objective probabilities
for winning and timing
– Provides the sales expertise to a
sales organization enabling it to
accurately forecast revenue based
on the assessments
– Develops the strategy on how to
win more business utilizing the
principles of How Selling and the
information from the Pipeline
Accelerator predictive analytics
software

8. STEP 1:
Powered by
Sales Expertise & Sales Intelligence Combined
The Account Executive (AE) answers a series of multiple choice
questions that cover the key areas of a deal:
Quality and definition of the Opportunity
Quality of the Solution
Understanding of the prospect’s Buying Process
Depth & Breadth of the Relationship
Understanding of the Competition
Understanding of the Timing

9. STEP 2:
Powered by
Sales Expertise & Sales Intelligence Combined

10. STEP 3:
Powered by
Sales Expertise & Sales Intelligence Combined
PIPELINE Accelerator determines what needs to be done to win
the deal; the AE and the Sales Manager determine how to do it:
•The SWOT Analysis identifies the strengths & weaknesses of the AE’s
selling strategy and provides the basis for developing strategies to build
on the strengths and mitigate the weaknesses.
•Provides a list of “still missing” information the AE needs to obtain
•Determines what “specific actions” the AE needs to do to improve their
chances of winning
•Development of a strategy on how to win the business

11. BENEFITS:
Powered by
Sales Expertise & Sales Intelligence Combined
Increased Win Rates
More AE’s making quota
Reduction in Deal Slippage
Reduction in ‘No-Decision’ deals
Increased Forecasting Accuracy
Greater Predictability in Revenue Projections
Great Confidence & Trust in Sales Forecasts

12. Sales Expertise & Sales Intelligence Combined
THE SERVICE: definition
Powered by

13. Powered by
Sales Expertise & Sales Intelligence Combined
THE SERVICE: deliverables
Assist the Sales Manager in establishing more realistic forecasts
Identify tendencies in the sales operation that is holding it back
Identify tendencies in a particular AE that is holding them back
Spot what is stuck in the funnel, where it is stuck and how to un-stick it
Identify potential ‘No-Decision’ deals and deals that might slip past the
close date
Use the “How Selling” steps, tools and resources to win more business

14. Powered by
Sales Expertise & Sales Intelligence Combined
To learn more how Pipeline Accelerator can solve your specific
pipeline issues, please contact:
Harry Tomasides, Senior Consultant
The Center for Sales Strategy
harrytomasides@csscenter.com
Thank you.